Rediscovering Discovery with Charles Muhlbauer

Charles+Muhlbauer.jpg

You know about discovery right? You just ask a bunch of questions that you already know most of the answers to, and bam! Discovery. Well maybe not.

Today's guest admits that discovery was something that he never liked, really understood the reasoning of, and frankly didn't really do. But he also wasn't getting good results. Charles Muhlbauer, Lead Enablement Manager at CB Insights, decided to try something new. Be himself. Ask more personal, disarming questions. Get the prospect to a place where they feel safe and able to actually talk freely about the needs they have and the hesitations they feel. And with this, Charles' sales took off. Listen to some incredibly important and beneficial advice along with some of Charles' uncomfortable sales experiences that forced him to pivot and sharpen his skills. 

Learn more about Charles Muhlbauer

WANT MORE WHY AND THE BUY?

Join our new listener group for discussions about episodes and other helpful resources for your business!

Get access to the greenroom. Go behind the scenes with past, present and future guests!

Follow us on LinkedIn!

Don’t forget to subscribe, rate and review our podcast. It only takes a second and helps us make more podcasts for you.

InterviewsJeff Bajorek